From Sales Enablement To Sales Empowerment

Sales Enablement

Sales Enablement is a recent buzzword that has been going around. Most businesses are not completely clear on what it means. We will tell you what it is, and how you can use it to maximize your sales.

Definition

Sales Enablement: Enabling sales and marketing teams to work together to have much more impact in sales meetings, in order to close deals more efficiently.

What does this mean?

You want to give your sales team and partners the best possible chance of making a sale by making sure they take the correct steps in the sales process, and that they have the relevant messaging and arguments available at the right time. You want your sales team to have the latest information. You want to empower them to increase their sales by giving them a powerful yet flexible structure, well organized marketing content with a quick call report, and by letting them create follow-up actions.

Existing tools

There are quite a few existing tools that you can use for mobile sales enablement.

Most of them are just like a big dropbox on steroids. All they do is ensure that sales representatives have offline access to updated marketing material.

Most of these tools are just like powerpoint; a large, unstructured deck of information, except that it’s available on a tablet. This does have it’s uses, but there are better tools that you can use to optimize the sales cycle for your sales reps.

What would the optimal tool for sales enablement be capable of doing?

Instead of having a rigid, unstructured structure, the best sales enablement tool would have a dynamic structure that’s flexible and allows for guidance.

Instead of having purely a collection of unstructured information, this tool should increase interaction between the sales rep and customer as much as possible. This would turn a rigid sales presentation into a human dialogue.

This tool would be able to take information about a prospect, and profile them on the fly. It would gather marketing information, and use it to go to the corresponding selling path, based on which choices were made by that specific prospect.

Furthermore:

  • It should be able of creating a dynamic call report that you can input into your customer relationship management tool to quickly input information about that customer.
  • It should be capable of integrating with your sales methodology.
  • It should give you a detailed meeting analysis that uses the very latest technologies to determine whether the meeting went successfully.

When we saw this gap in the market, we knew we could surpass the existing tools in sales enablement. That’s why we created Shaman. Shaman allows you to create repeatable meeting success.

In order to do that, we created the Shaman Meeting Canvas, which helps you create a flexible yet structured storyline for your sales meetings. Our software allows you to go from one step in the sales process to the next, while also enabling you to go in depth on any step.

What do you need?

If you’re considering getting a sales enablement tool, ask yourself what your goal is. What do you want to accomplish? What challenges does your company face? How are you going to increase your sales performance? Once you know this, you can ask yourself whether you need sales enablement or sales empowerment. If you want to improve the quality and the consistency of every sales presentation, look no further. Shaman will give you a flexible structure to structure meetings with your sales representatives.

You will connect with prospects and guide them through your marketing content and messages. Using Shaman will allow your sales reps to advance in the sales cycle, and to know the latest sales strategies that your customers respond to.

A personalized sales strategy for each customer. It can take your valuable marketing information in order to profile the customer and tell your sales reps which selling techniques would work best on this specific customer.

 

Check out the Shaman Sales Enablement Tool here.

About the Author:

As the Product Lead at Shaman, Maurice writes blogs that can help you to improve your sales and marketing strategies. You know what else could really boost your strategy? A tool like Shaman!